ABSTRACT
A meta-analytic review of the relative persuasiveness of gain—and loss-framed messages (based on 165 effect sizes, N=50,780 finds that loss-framed appeals are not generally more persuasive than gain-framed appeals. For encouraging disease prevention behaviors, gain-framed appeals are more persuasive than loss-framed appeals; for encouraging disease detection behaviors, gain-and loss-framed appeals do not differ significantly in persuasiveness. The relative persuasiveness of differently framed appeals seems little influenced by(a) whether the gain-framed appeals emphasize the attainment of desirable states or the avoidance of undesirable states or (b) whether the loss-framed appeals emphasize the attainment of undesirable states or the avoidance of desirable states.
